Case Study: Early Sales Intelligence Secures $13M Wastewater Project, Years Before RFP Release

The Challenge

The wastewater industry is known for its lengthy sales cycles, with complex infrastructure projects and Request for Proposals (RFPs) often taking years to materialize. This drawn-out process puts companies at a disadvantage, as competitors swarm when an RFP is finally released, making it difficult to establish differentiators. The customer wanted to break out of this reactive cycle and instead identify opportunities years before RFPs were announced, allowing them to build strong relationships and position themselves as a trusted advisor to city officials from the start.

The Solution

In early 2021, the customer partnered with Citylitics to leverage its Early Sales Intelligence Feed. The platform, powered by a combination of AI, machine learning, and human expertise, analyzes vast amounts of public infrastructure data—ranging from planning documents, budget allocations, and council meeting minutes to infrastructure reports—to identify potential projects long before they are made public.

“Shifting from a reactive to proactive sales strategy is critical in industries with long sales cycles, like wastewater, where early-stage intelligence can mean the difference between winning and losing.” – Vice President, Sales

Proactive Data-Driven Sales Process

The Results

Early Identification of a $13 Million Wastewater Opportunity:

In 2021, Citylitics flagged a potential $13 million wastewater project in a California city—a project whose RFP would be released only years later. Armed with this early intelligence, the customer engaged proactively with city officials to build relationships, gain insights into the city’s needs, and position themselves as a key advisor. When the RFP was finally issued, the customer was perfectly positioned to secure the $13 million contract, having laid the groundwork well in advance of the competition.

Consistent Wins Through Proactive Intelligence:

This success was not an isolated event. By continuously utilizing Citylitics’ Early Sales Intelligence Feed, the customer has been able to identify and pursue numerous other opportunities ahead of their competitors. They now operate with a proactive sales approach, transforming their business development strategy and significantly increasing their win-rate across multiple projects.